“Don’t tell me. Show me”
Proving the value of your work is rarely obvious to prospects and clients, especially if you are a consultant, coach, or service provider. It’s usually a matter of “Don’t tell me. Show me”:
- Prospects either are confused over services provided and their needs
- Or it’s simply the unknown of what to expect
“Body shop” vs. Partner
Service providers and consulting agencies typically avoid selling their staff’s time on an hourly basis, as this can come across as a “body shop” approach. By focusing on outcomes, they want to establish themselves as partners rather than just service providers.
But how to show your value before you’ve worked for a client?
Maybe this sounds like your problem too? Here are:
7 ideas on how to show your value to close more sales:
#1. Start working for the prospect before signing the contract
Give the prospects a taste of your expertise. Help them see the value you can bring to their business. This approach is better than sharing case studies.
Start working on the research you are suggesting
- Show them a glimpse of the landing page improvements you are already considering
- Write a few lines of copy that are already in your head
#2. Understand their needs and goals, and offer a customized solution
It’s crucial to convey to your prospects that you have carefully listened to and understood their unique situation, and that you are committed to supporting their success. When you are willing to adapt your services to fit their specific needs, it can have a powerful effect on their overall experience.
- Use their wording, relate to what they are sharing
- Innovate for specific requests, if it makes sense
- Build stronger and more loyal customer relationships if you can tap into their emotional and social needs
#3. Pilot project, with measurable scope
Through the use of pilot projects, clients can witness the positive impact that your services can have on their business, ultimately leading to a stronger trust in your capabilities.
- Invite clients into a trial or beta study where their feedback is pertinent to your work
- Experiment with a new tool or process. Get testimonials and proof
- Opportunity to create documentation and SOPs (standard operating procedures) with their example
#4. If working for #startups consider a partial sweat equity arrangement
Willingness to become their partner will prove to the client that you value their project and are ready to invest in it.
- Collaborate, find partners and other vendors
- Get, and stay, visible
#5. Communicate transparently and show ability to accept feedback during the get-to-know calls
It’s a huge relief for the people from the corporate world to know communication with you would be easy and straightforward – they deal with enough internal policy already.
- Be authentic, relatable, and honest
- Solicit feedback and be specific about what you’d like feedback on
- Share the wins so everyone. Make them feel connected through participation
Education within the business-client relationship will showcase authority and also create an atmosphere of a higher confidence of delivery and quality of results.
- Build value and authority with examples and demonstrations.
#7. Provide projections for the outcomes
An ROI calculator with forecast models to showcase the expected results would make the budget approval job easier, as financiers love ROI calculations.
- Demonstrates expected results to their bottom-line
Establish trust from the beginning
While you shouldn’t compromise your business value, you can probably find a way to demonstrate the ‘how and why’ at the beginning of the relationship to establish trust with clients. This customer-centric approach can also help construct a tighter fit for project delivery and satisfaction by the client.
Kate Proykova (co-author) and I would love to hear from you and show you marketing value in action! Message me and let’s talk.